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Pricing in most businesses has little relation to the cost of developing and making the product. Most businesses price relative to the value that their product delivers to the customer. If there is robust competition, then the price is often driven down towards the cost, but it's not driven by the cost. In Adobe's case, they see that there is an entire industry of creative people using their products as their primary tool(s). Those employees are often paid well, with salaries from 50k-100k per year as common. Is it not reasonable (from Adobe's perspective) that employers pay 1/50th of the employee's salary for their primary and most useful tool? No one complains when the plumber requires a work truck and thousands of dollars worth of tools.


The price ceiling has little relation to cost, sure. But COGS sets an effective price floor — you'll be revenue-negative unless you do the math to ensure you're charging customers (especially your largest customers) at least COGS. COGS is the most critical number your enterprise salespeople will ask you for in order to backstop their negotiations.

For some companies, COGS and customer LTV are numbers with such different orders of magnitude that they don't even have to think about the COGS side.

But "software you charge a one-time fee for" generally produces a very low customer LTV; and "renting compute on someone else's GPU IaaS" generally produces a very high (customer-lifetime-integrated) COGS; so if they were sticking to the "just charge for the software" model, "COGS rising faster than CLTV" would be a direct threat to their business model. Which is... why they don't want to do that.




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